How Sales Enablement & Sales Managers Can Partner to Drive Results

Mike Kunkle

There’s still a lot of talk these days in the sales enablement community and the market at large about the need for sales and marketing alignment. Leaders have a key responsibility in sharing the change story and inspiring and gaining support from front-line managers and employees.

Are You Picking The Wrong Sales Manager?

Engage Selling

Often, the obvious pick for a sales manager is also the wrong one. You have an opening for a sales manager position in your organization. The obvious pick is your top performing sales rep, right? Contrary … Read More » Hiring Observations from the real World hiring sales manager how to hire a sales manager how to hire the right salesperson sales management sales management practices sales manager


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Five Ways To Develop A Strong Sales Manager

Sandler Training

Here are five ways we can inspire and support the people on our team who have it in them to become true sales leaders. . The post Five Ways To Develop A Strong Sales Manager appeared first on Sandler Training.

10 Delivery-Related Issues Affecting Sales Managers

The Center for Sales Strategy

Sales managers are responsible for overseeing the success of a company’s sales department. However, unless sales managers can cooperate with the production/service delivery teams, it will be difficult for sales to back up their promises and/or fulfill the customer’s needs.

The Business Case and Playbook for Data-Driven Sales Coaching

Sales coaching & learning is a wise investment, but also requires you to do it right. This eBook will serve as a springboard for your business case, playbook, and implementation plan as you consider an investment to improve data-driven sales coaching.

Are You Making These Sales Management Mistakes?

The Center for Sales Strategy

sales leadershipOne of the most difficult things in leadership, and in life, is to recognize and admit when we have made mistakes or might have done things differently.

Q&A on Sales Management with Harvard Business School's Frank Cespedes

RAIN Group

Frank Cespedes, senior lecturer at Harvard Business School, discusses his latest book, Sales Management That Works: How to Sell in a World that Never Stops Changing (Harvard Business Press, 2021) in this Q&A with RAIN Group. Sales Management

A Winning Formula for Sales Managers

Sales Readiness Group

In the sports world, coaches and managers are evaluated on one metric: winning. For sales managers, it’s about winning deals and hitting quotas — and their success rate is scrutinized by executives at the highest levels of the organization.

What I Learned Talking to 53 Sales Managers

Sales Readiness Group

Last week, I surveyed 53 sales managers, asking them, among other things, what essential skills their top-performing salespeople possess. Selling Skills Sales Management Sales Leadership

4 Unique Challenges Facing Sales Managers

Sales Readiness Group

Now that you’ve hired a new sales manager for your team (or you’ve been hired as a sales manager), you can relax and take it easy. Sales Coaching Sales Leadership

Why Sales Managers Struggle with Effective Hiring

Miller Heiman Group

Sales organizations face a paradox: although many continue to increase hiring, attrition is on the rise, according to our 2018-2019 Sales Performance Report , creating a major pain point. Poor hiring practices prove costly to sales organizations in many ways.

The Truth About Sales Agility: Separating Fact From Fiction

Speaker: Michelle Vazzana

In this rich, research-based session, Dr. Michelle Vazzana will explain both the powerful research findings on high-performing agile sellers and sales managers, and the interim steps organizations can take to ultimately transform their salesforce.

Biggest Sales Challenges for Sales Managers in 2021

The Center for Sales Strategy

And as a sales manager, you’re finding innovative ways to address these issues. However, to become more effective in your role and provide a better overall direction for the entire team, it’s important to know the current challenges that sales managers face as well.

How to Train a Sales Manager

The Center for Sales Strategy

Assuming a sales manager does need a training plan can be a costly mistake. Here are four areas that should be included in a sales manager training plan: People. Keeping reading for information on each to add focus to the area of creating and using training for a manager.

Sales Managers Can Help Salespeople Close More Deals

The Center for Sales Strategy

I know what you’re thinking… NO, I do not think sales managers should close deals for their salespeople. Sales close a dealDoing that (consistently) only causes more issues, but that's not what this is about.

Sales Managers: Get Out from Behind Your Desk | Sales Strategies

Engage Selling

As sales managers, you can’t solve your team and company’s problems if you’re not talking to customers directly. However, you need … Read More » The post Sales Managers: Get Out from Behind Your Desk | Sales Strategies first appeared on The Sales Leader.

Sales Management’s Shoving Point

Sales Management Matters

Our audience of sales managers and sales effectiveness leaders will have its work cut out for it over the next several months. They will realize the daunting challenge of mobilizing this effort with a sales force that is both distributed and disrupted.

5 Essential Virtual Selling Practices Every Company Must Have by 2023

Speaker: Erika Bzdel - Vice President of Sales and Craig Simons - Director of Marketing

Join us on Sept. 13 at 9:30 am PT as Erika Bzdel, VP of Sales, and Craig Simons, Director of Marketing, discuss the virtual selling practices that every company should adopt, and how to succeed at selling in a hybrid world.

The Sales Manager's Role in Building a High-Performance Team

Sales Readiness Group

Sometimes you think you have identified the perfect sales candidate, and it doesn’t pan out. But within the high-stakes challenge of building a world-class sales organization, there are four things you can do to decrease uncertainty and increase your success rate.

4 Keys to Successful Sales Management Meetings

SBI Growth

Article Sales Strategy SBI for SMB agenda sales management sales manager sales meeting agenda sales strategy talent vp sales

Four Keys to Evolving Sales Management at Your Company

Miller Heiman Group

It’s hard out there for your average sales manager. Sales trends like ever-expanding buyer expectations, changing sales methodologies and nonstop transformation initiatives have coalesced to make their role more challenging than ever. Enable Sales Managers Directly.

Setting Sales Managers to Fail

Engage Selling

Are you setting your sales managers up to fail? A few years ago, I met an executive running sales teams who had recently been promoted to the role. ” The entire time … Read More » Observations from the real World Sales Leadership sales Sales Leader sales rep Sales TeamsHe gave new meaning to the term “hands off.”

Organic Growth Strategy: How to Leverage Market Collateral Around Social Media

Speaker: Akilah Murrell, Sr. Director of Channel Marketing at Channel Maven

Join Akilah Murrell, Senior Director of Channel Marketing at Channel Maven, for this how-to session on engaging your buyer base through social media.

The Critical Mistake Sales Managers Make | Sales Strategies

Engage Selling

Conduct … Read More » The post The Critical Mistake Sales Managers Make | Sales Strategies first appeared on The Sales Leader. The most successful organizations I work with right now are nimble.

The “Superhero Syndrome” that Causes Sales Managers to Fail

Sandler Training

Many mentors (and mentees) resist asking an all-important question about the sales leader’s role: “Where are things most likely to go wrong?” The post The “Superhero Syndrome” that Causes Sales Managers to Fail appeared first on Sandler Training.

The Ultimate Bucket List for Sales Managers

The Center for Sales Strategy

While many of us use bucket lists for personal achievements, we couldn't help but wonder what's the ultimate bucket list for a sales manager look like? Improving sales performance in your organization is critical. sales performance Sales

To Keep Momentum in Q2, Double Down on Sales Management

Sandler Training

One of the big questions we are hearing from clients these days is this one: We’ve finally begun to turn the corner … so how do we sustain our organization’s sales momentum in a time of uncertainty? Blog Posts Management & Leadership management training sales management sales training

Our Top 10 Sales Management and Leadership Posts of 2021

Sales Readiness Group

It's been quite a year for sales leaders across the country. We hope that implementing some of these strategies and tactics made your sales teams run more smoothly in 2021. Sales Management Sales Training Sales Leadership

Secrets of Successful Sales Managers


All too often, new sales managers land in a leadership role based on their ability to sell. Because of this, many don’t know the first thing about sales talent management. Failing to Establish a Repeatable Sales Processes. Focusing Primarily on Sales Stars.

Top Articles of 2019: Sales Management

The Center for Sales Strategy

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. sales strategy sales performance sales management coaching

Sales Coach or Sales Manager?

Sandler Training

It's common for people to mistake sales management for sales coaching. Management & LeadershipIn fact, these are two very different roles. The table highlights some of the most notable differences. Read Time: 5 Minutes.

Identifying Redundancies for Sales Managers: What To Know

The Center for Sales Strategy

sales performanceApproximately 1.2 million employees were laid off or discharged in December 2021. As businesses recover from the chaos of the COVID-19 pandemic, identifying redundancies is essential for growth. But what is redundancy?

Sales Management Tips for Conducting Remote Sales Meetings

The Center for Sales Strategy

In addition to generating revenue and keeping their sales pipeline strong , sales managers are also tasked with running effective remote sales meetings. Below are some technical tips used by world-class managers to deliver a high-quality virtual experience.

10 Sales Manager Interview Questions

EcSell Institute

Below are 10 sales manager interview questions that you can use when interviewing potential sales managers for your department. If I were to interview your reporting staff members, how would they describe your strengths and weaknesses as a manager and supervisor

The Sales Manager’s Guidebook – Everything You Need To Become A Top Performing Sales Manager

MTD Sales Training

The Sales Manager’s Guidebook contains a wealth of valuable information for sales managers, split up into 3 manageable volumes which cover the main aspects of sales management. Sales Management sales management sales management skills sales managers guidebook

Big Rocks for Sales Managers to Focus On

The Center for Sales Strategy

In addition to resetting your priorities, recruiting and selecting the right talent, and managing people individually — there’s another aspect sales managers need to focus on. Great management begins and ends with YOU. sales performance sales leadership big rocks

New Study: 2020 Trends in Sales Management

Miller Heiman Group

In the past few years, three waves of change have rocked the sales industry: Sellers often play a smaller role in the buying cycle, as buyers wait later in the sales cycle to engage them. Sales organizations undergo constant change initiatives. Managers sit squarely at the intersection of these trends, yet for most organizations, sales management strategies have hardly changed. Managers should take the lead on driving adoption, but only 26.7%

The 6 Key Traits Effective Sales Management Begins With

Hubspot Sales

Every sales manager has some degree of legitimate dedication to both their company and professional development. That's a big part of how you get to be a manager in the first place. The best sales managers lead by example. Attend sales management seminars.

Five Skills to Help Sales Managers Accelerate Through the Turn

Miller Heiman Group

Sales managers are being tested in ways they’ve never seen before, and new managers have even more challenges as they assume their roles in the midst of sweeping change. Sales leaders have two primary goals: to hit their sales numbers and to develop their people.

Sales Manager's Takeaways From Talent Training

The Center for Sales Strategy

Our goal for the Talent Focused Management (TFM) workshop is to provide clients with strategies and tactics that they can actually put into practice immediately.

The top 9 sales management software tools of 2020


Sales managers are responsible for growing revenue. The right sales management software helps managers achieve all of these goals, from the daily tasks to the big picture. What is sales management software? Sales dashboard. Sales reporting.

Top Articles of 2018: Sales Management

The Center for Sales Strategy

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. Check out these top blogs on sales management from 2018, and let them kickstart your 2019 sales strategy. sales management coaching sales performance sales strategy

A Sales Manager's Most Costly Mistake

The Center for Sales Strategy

Your manager and your manager’s manager are nosing around to find out what is going on and peppering you with questions about your plan to fix this. Your sales team is growing increasingly frustrated as orders get canceled and prospects fall through. So, how does a sales manager deal with this? key account growth sales strategy sales performance sales management coaching account list managementPicture this.